Sales Account Manager

   

MAIN PURPOSE

The Sales Account Manager will be responsible for all commercial sales activity for designated global and domestic accounts in different segments of the PVC Specialty Resins Industry, such as flooring, artificial leather, custom formulating market, and others as assigned. In addition, this role will be responsible for managing our distribution network in the U.S. / Canada.

 

SCOPE OF THE JOB

This individual is responsible for: developing broad account relationships from the President to the shop floor; planning; reporting; protecting existing business; negotiation of pricing/contracts/rebates/terms; competitive intelligence; identifying and closing new business; budgeting, forecasting; account strategy; responding to service/quality issues; and delivering the sales budget for his region.

 

Complexity of Job

• Managing changing market dynamics
• Closely monitoring accounts and their changing needs
• Sales analysis
• Aligning with broader business and market segment strategies
• Maintaining and leveraging CRM (customer relationship management) system
• Operating within Orbia’s code-of-ethics and compliance policies
• Competitive Intelligence
• Risk Management
• Collaborating with and directing other functional support including customer service, logistics, S&OP, technology, business development, finance.

 

MAIN RESPONSIBILITIES

• Developing broad account relationships from the President to the plant floor
• Protecting existing business
• Identifying, closing, and tracking new business opportunities in short and long term.
• Negotiating contracts/pricing/rebates/terms
• Competitive intelligence
• Planning:  Provide accurate monthly forecasts as to key customer demand and new/lost business impacts.
• Account strategy and coordination of support
• Responding to service/quality issues
• Delivering the sales budget for his region and managing costs to budget levels.
• Develop a track record of year-over-year profitable revenue growth, including robust new business development.
• Drive profitability through value selling.
• Embrace the sales process with high degree of professionalism and effectiveness by successful utilization of customer centric selling skills and tools such as Microsoft Excel.
• Develop contact matrix and establish strong relationships with key decision makers and project facilitators.
• Develop, execute, and manage sales plans.
• Understand key players, applications, requirements, competitors, trends, and needs as well as Vestolit’s potential share within the targeted industry and account base.
• Close collaboration with the technical team as necessary to accelerate and drive profitable growth through solution selling to targeted accounts.
• Establish a linkage between the customer’s business strategy and MSRI’s capabilities.
• Implement MSRI’s, pricing and market strategies as well as business practices.
• Negotiate customer contracts and value packages to ensure an acceptable return on MSRI resources invested.
• Participate in strategy development, help position the business and develop the offer.

 

Knowledge and Experience

• Strong knowledge and experience in sales/key account management or marketing - preferably technical sales / polymer sales
• Experience in the vinyl industry and/or specialty vinyl markets a significant plus.
• Strong knowledge in Microsoft Excel or similar tool to perform solid sales analysis and management, such as profitability financial models.
• Excellent organization, problem solving and project management skills.
• Solid communication, presentation, and interpersonal abilities required.
• Must be customer focused, an effective team player, and able to operate with a sense of urgency.
• Mid-career, minimum of 5 to 10 years of experience as Sales Manager.

 

 

Minimum:  4-Year Degree - Business Administration, Engineering, Chemistry, Technical Degree/MBA

Orbia is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy, lactation, childbirth or related medical conditions), sexual orientation, gender identity, age (40 and over), national origin or ancestry, citizenship status, physical or mental disabilty, genetic information (including testing and characteristics), veteran status, uniformed service member status, or any other status protected by federal, state or local law. 

Dura-Line and Koura have developed and maintain a written Affirmative Action Program (AAP).  Orbia's Chief Executive Officer supports the AAP and urges each employee to